Stephen Covey wrote that one must become independent before becoming interdependent, that private victories are what allow for public victories later. You might think of this concept as personal leadership, the idea that you are responsible for…Continue Reading
Archive for October, 2019
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying more to obtain.
When you provide your higher price later in the sales conversation, if you have not differentiated…Continue Reading
Your beliefs and behaviors have brought you to this point. If you want to break through to the next level of success, however, you might define it, you are going to need to acquire new beliefs and take new actions. If what you were doing was…Continue Reading
Big goals are magic. Little goals, when they are not milestones on the way to big goals, are something less than magic. While they may not be completely impotent, they lack the power of big goals. There is a magic power in goals so big they scare…Continue Reading
It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects. If you are afraid of clients or prospects, your aversion to conflict will cause no end of problems, beginning with things…Continue Reading
One of the reasons you might not be as productive as you want to be is because the idea isn't well defined. Many people who believe they are productive, are not.
It is not crossing off tasks off a to-do list. No matter how many…Continue Reading
Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter…Continue Reading
The short answer to how to become a lifelong learner is never to stop learning. The question is valuable enough to deserve a more extended explanation and practical advice on the specifics.
Shore Up Your Weaknesses
If you are going to spend…Continue Reading